Over the past 20 years (or more !), organizations of all sizes have invested in sales process training. Think solution selling, strategic selling, complex sales selling, etc. These are all great methodologies, but today’s new technology environment requires sales people to transform into what we call “Business Guidance” selling. In short this is the ultimate […]

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Someone recently said this. I can’t seem to recall the particulars of the circumstances that I was in when I heard it, but the phrase struck a resounding cord in me. It dawned on me that in my everyday interactions with channel people, organizations, and such, that we are consumed with solving what is directly […]